Somebody wrote me after the last piece. Fair question, so I’ll answer it here instead of in the comments.

If the math is 1,627 good days and then 30 you don’t choose, what does that have to do with real estate?

Everything. It’s the only thing the job is actually about, and almost nobody in my industry will tell you that.

The Number That Isn’t on the Settlement Statement

Every closing has two numbers.

There’s the one on the page. Purchase price, closing costs, prorated taxes, the wire instructions everyone triple-checks because nobody wants to be that story. That number gets audited, initialed, and emailed to four different people before anyone signs.

Then there’s the number nobody writes down. How many mornings does this buy them. How many Thanksgivings under one roof. How many more times the grandkids learn to swim in that particular stretch of Gulf before they’re too old to want to.

Nobody puts that number in the contract. I’ve read a lot of contracts. I’ve never seen a line for it.

But it’s the only number that was ever actually being negotiated.

Share

Two Buyers

I’ve sat across from both of these people. You probably know one of them.

The first buyer runs the numbers for eighteen months. Rates might come down. Inventory might loosen. The market might give them a better entry point if they just wait one more season. Every instinct is sound. Every spreadsheet is defensible. I’ve never once been able to tell this person they’re wrong about the math.

The second buyer walks the house once, stands on the back porch for four minutes, and says let’s write it.

The industry calls the first buyer disciplined and the second buyer impulsive. I’ve stopped believing that. The first buyer is optimizing a number that will still be there next year. The second buyer already did the arithmetic I wrote about two weeks ago, whether they’d ever say it out loud. They know what the porch is actually worth, and they know the clock funding that porch isn’t the mortgage clock.

I’m not telling you to skip the analysis. Do the analysis. I’m an economist by temperament, I’ll run the comps with you all day. I’m telling you that somewhere in that analysis, there has to be room for the question nobody puts a formula around.

How many of these days do I actually get.

I Know This Table

I’ve sat at a version of this table before. Not this exact one. Not with a closing agent and a stack of initials.

I sat at a kitchen table once with someone who didn’t have the option to wait for a better season. The market wasn’t going to loosen up for her. There was no eighteen months to run the numbers in. And what I watched her do with the days she did have taught me more about value than every appraisal I’ve ever read.

She didn’t defer the trip. She didn’t wait for the right time to sit on the porch. She used the mornings while they were still hers to use, and she was more at peace in the middle of that than most people I know who have every year they could possibly want stretched out in front of them.

I don’t bring that up at closings. It wouldn’t be appropriate, and it isn’t really mine to hand to a stranger over a stack of paperwork. But I carry it into every one of these conversations whether the client can see it or not. When I watch someone hesitate over a decision they’ve clearly already made in their gut, I recognize exactly what I’m looking at. I’ve seen the version of this where the hesitation is the whole story, and I’ve seen the version where somebody decided not to let it be.

That’s not sentiment. That’s the actual professional advantage I bring to a negotiation. I’m not just pricing the house. I’m pricing the wait.

Leave a comment

Where My Industry Gets It Backwards

I already picked this fight once, so I’ll finish it.

Most agents are trained to protect the client from spending too much. Lower cost, faster close, everyone shakes hands and calls it a win. It photographs like service.

Nobody trains us to protect the client from waiting too long.

There’s no commission structure for the deal that didn’t happen because the buyer needed one more season to be sure. There’s no line item for the porch that never got built because “later” sounded so reasonable in the moment. That loss doesn’t show up anywhere. It just quietly becomes somebody’s actual life, one deferred season at a time, until the seasons available to defer start running out.

A professional’s job isn’t to get you the lowest price. It’s to sit across from you and ask, gently but directly, whether the caution you’re calling prudent is actually just fear wearing a suit. Sometimes the answer is genuinely wait. The market does that. But sometimes the honest answer is you have less time for this than the spreadsheet is telling you, and somebody needs to say it plainly.

I’d rather be the agent who said it than the one who let the silence be easier.

The Only Question a Closing Table Should Ask

So here’s what I actually think a buyer’s agreement should include, right alongside the commission disclosure and the agency relationship.

One honest question. What are you actually buying this for, and do you have as much time as you’re assuming you have?

Nobody can answer that with certainty. That’s not a flaw in the question. It’s the entire point of it. You don’t get the number in advance. Nobody does. The 1,627 days I asked you to imagine two weeks ago aren’t a hypothetical for the person sitting across from you right now, closing on a house or still deciding not to. They’re either spending them well or spending them on a spreadsheet, and most people don’t find out which one until it’s too late to switch.

That uncertainty should make you move faster on the things you actually value, not slower. I’ve written that before and I’ll keep writing it, because almost nobody actually lives it.

Subscribe now

Go Sit on the Porch

I sit every morning and think about what I value. You know that by now.

What I haven’t said quite this directly is why I do this job the way I do it. It isn’t because I love paperwork. It’s because I’ve watched what it looks like when someone runs out of seasons to defer, and I’ve watched what it looks like when someone spends every one they’re given on purpose. I know which version I’d rather help people choose.

So if you’re the buyer who’s been running the numbers for eighteen months, I’m not telling you to abandon the numbers. I’m telling you to add the one number nobody put in the contract.

How many more times do you actually get to do this.

Whatever that number is, that’s your real closing date.

Go find the porch.

So if you buy a house today for $2,000,000 and the family comes down a few times a year here and there, you rent is some and it gives you at least coverage of the marginal expenses to own but 10 years on you want to sell it because you have some change, good or bad, pro or con and we look at the market and find at the closing table you will only walk away with $1,988,000. The question is……….”Will you have been Happy?”

the Jabbour Luxury Group

The Countdown Nobody Puts in the Contract